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negotiation classes

The following items are tagged negotiation classes:

Debunking Negotiation Myths

Posted by & filed under Negotiation Skills.

In her book The Mind and Heart of the Negotiator, Leigh Thompson cites four widely held negotiation myths that bar negotiators from improving their skills. This analysis is worth the attention of anyone who wants to move beyond platitudes to a deeper understanding of negotiation. … Read More 

Ask A Negotiation Expert: In Negotiation, Communication Style Matters

Posted by & filed under Uncategorized.

Is it better to appear warm or tough in negotiation? This month, Harvard Business School professor Francesca Gino, author of the forthcoming book Rebel Talent: Why It Pays to Break the Rules in Work and in Life, answers this persistent question. Negotiation Briefings: In your research, you compared whether a warm and friendly negotiating style or … Read More 

Revolutionize How You Teach TNRC Negotiation Exercises and Role-Plays

Posted by & filed under Uncategorized.

You’ve told us that using technology in your teaching is important so we spent some time evaluating various platforms and software that help negotiation teachers and trainers to utilize the power of role-plays in their classes. The team at iDecisionGames has created a web-based platform that offers many benefits and opportunities to transform how you … Read More 

Teach “Head and Heart” Negotiation with New Negotiation Game Technology

Posted by & filed under Teaching Negotiation.

Do you teach students how to structure a negotiation process while helping them to develop the emotional acuity necessary for building relationships with counterparts? Professor Linda Kaboolian refers to this as “teaching head and heart negotiation”; an approach that was central to the 10 years she spent teaching simulation-based negotiation at the Harvard Kennedy School. Kaboolian … Read More 

Negotiation Myths, Exposed

Posted by & filed under Negotiation Skills.

In her book, The Mind and Heart of the Negotiator, Leigh Thompson cites four widely held myths that bar negotiators from improving their skills. This analysis is worth the attention of anyone who wants to move beyond platitudes to a deeper understanding of negotiation. Myth 1: Great negotiators are born. While we’re all born with varying abilities … Read More 

Set your sales force up for success

Posted by & filed under Business Negotiations, Daily.

Adapted from “Managing for Better Results,” by Max H. Bazerman, first published in the Negotiation newsletter, October 2008. If you’ve ever been disappointed by the negotiation results of your sales force, you’re not alone. There could be many reasons for your employees’ unimpressive results, but there are two most likely culprits: a failure to understand what … Read More 

How I Learned to Stop Worrying and Love the Camera: Video in Negotiation Pedagogy

Posted by & filed under Daily, Events, Negotiation Skills, Pedagogy at PON.

How can video be used to enhance the teaching of negotiation? This question was addressed by Michael Moffitt from the University of Oregon Law School in his presentation called “How I Learned to Stop Worrying and Love the Camera: Video in Negotiation Pedagogy” at the NP @ PON faculty dinner seminar on April 21, 2011. … Read More